Minecraft Adventures B2G1 Free
 
 

Special Offers see all

Enter to WIN a $100 Credit

Subscribe to PowellsBooks.news
for a chance to win.
Privacy Policy

Visit our stores


    Recently Viewed clear list


    Original Essays | August 14, 2015

    Roxanne Dunbar-Ortiz: IMG The Blind Spot of United States History



    The most frequent question readers ask about An Indigenous Peoples' History of the United States is "Why hasn't this book been written before?" I'm... Continue »
    1. $11.20 Sale Trade Paper add to wish list

    spacer

Selling Today

Selling Today Cover

 

Synopses & Reviews

Publisher Comments:

Students heading for a career in business will benefit from researched and proven selling techniques. Professional sales skills are becoming increasingly important in today’s business world. This text covers up-to-date academic topics and rich application materials, providing students with everything they need to understand and apply selling techniques.

In the eleventh edition, Manning and Reece have invited Michael Ahearne to join their best-selling author team. Ahearne’s experience as Associate Professor of Marketing and Executive Director of the Sales Excellence Institute, in addition to his extensive educational background, provides invaluable insight to this already well-researched text.

Developing a Personal Selling Philosophy; Developing a Relationship Strategy; Developing a Product Strategy; Developing a Customer Strategy; Developing a Presentation Strategy; Management of Self and Others

Advances in technology and changes in customer expectations mean that sales personnel need to be adaptive and employ the latest in selling techniques. The authors have updated this text with new research and new interactive tools to engage students and reinforce learning with doing.

Table of Contents

PART  1

Developing a Personal Selling Philosophy

1.    PERSONAL SELLING AND THE MARKETING CONCEPT  

2.    PERSONAL SELLING OPPORTUNITIES IN THE AGE OF INFORMATION  

PART  2

Developing a Relationship Strategy

3.    CREATING VALUE WITH A RELATIONSHIP STRATEGY  

4.    COMMUNICATION STYLES: A KEY TO ADAPTIVE SELLING

5.    ETHICS: THE FOUNDATION FOR RELATIONSHIPS IN SELLING  

PART  3

Developing a Product Strategy

6.    CREATING PRODUCT SOLUTIONS  

7.    PRODUCT-SELLING STRATEGIES THAT ADD VALUE  

PART  4

Developing a Customer Strategy

8.    THE BUYING PROCESS AND BUYER BEHAVIOR  

9.    DEVELOPING AND QUALIFYING A PROSPECT BASE  

PART  5

Developing a Presentation Strategy

10.    APPROACHING THE CUSTOMER  

11.    CREATING THE CONSULTATIVE SALES PRESENTATION  

12.    CREATING VALUE WITH THE SALES DEMONSTRATION  

13.    NEGOTIATING BUYER CONCERNS  

14.    CLOSING THE SALE AND CONFIRMING THE PARTNERSHIP  

15.    SERVICING THE SALE AND BUILDING THE PARTNERSHIP  

PART  6

Management of Self and Others

16.    OPPORTUNITY MANAGEMENT: THE KEY TO GREATER SALES PRODUCTIVITY  

17.    MANAGEMENT OF THE SALES FORCE  

APPENDIX 1    REALITY SELLING TODAY VIDEO BASED ROLE PLAYS  

APPENDIX 2    USE OF CUSTOMER RELATIONSHIP MANAGEMENT (CRM) SOFTWARE   SALESFORCE.COM  

APPENDIX 3    PARTNERSHIP SELLING: A ROLE-PLAY/SIMULATION FOR SELLING TODAY  

Endnotes  

Glossary  

Credits  

Name Index  

Subject Index  

Product Details

ISBN:
9780132079952
Publisher:
Academic Internet Publishers
Subject:
Selling
Author:
Ahearne, Michael L.
Author:
Ahearne, Michael
Author:
Cram101 Textbook Reviews
Author:
Manning, Gerald L.
Author:
Reece, Barry L.
Subject:
Sales & Selling - Techniques
Subject:
Sales & Selling
Subject:
Business, Sales
Subject:
Education-General
Copyright:
Publication Date:
December 2008
Binding:
HARDCOVER
Grade Level:
College/higher education:
Language:
English
Illustrations:
Y
Pages:
544
Dimensions:
10.90x8.50x1.00 in. 3.20 lbs.

Related Subjects

» Business » Marketing
» Business » Sales
» Science and Mathematics » Materials Science » General
» Textbooks » General

Selling Today
0 stars - 0 reviews
$ In Stock
Product details 544 pages Prentice Hall - English 9780132079952 Reviews:
spacer
spacer
  • back to top

FOLLOW US ON...

       
Powell's City of Books is an independent bookstore in Portland, Oregon, that fills a whole city block with more than a million new, used, and out of print books. Shop those shelves — plus literally millions more books, DVDs, and gifts — here at Powells.com.